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Click on the links below to find out more about the key qualification.
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Growth Strategy & New Business Development
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Joint-Venture Partnering
- Negotiated sole-source joint venture with Motor Company and Electronic Company to set up the design, develop, and launch a Web-based GPS product to compete with another Motor Company on commercial fleet sales of nearly 500,000 vehicles.
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- Established strategic partnership to cost-effectively deploy off-the-shelf technology to monitor and improve driving behaviors while dramatically lowering vehicle carbon dioxide emissions through substantially increased fuel economy, opening a new $100 million market.
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- Created a joint venture and partnered to develop geo-spatial business intelligence software with satellite imagery and deploy pilots to unlock the door to the open market for 150,000 field vehicles in the oil and gas industry with novel new wireless and satellite technology platforms.
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- Opened new $2 billion market for 400,000 producing oil wells by creating a pilot to develop historic, turnkey, real-time, remote oilfield security system with a geo-spatial platform in cooperation with joint-venture partners.
- Created new $1 billion integrated access management market strategy, which virtually connected nurse triage to 911 centers by negotiating successful joint venture, whose unique intellectual property created formidable barriers to competitive market entry. Concept was deployed nationally in the United Kingdom.
- Anticipated nearly $200 million shift in market share by forging unique joint venture with Florida-based corporation and subsequently creating new, highly disruptive, national product line that partnered hospital clients and targeted national service areas and clients of a major competitor.
Innovation & Strategy
- Addressing a $1 billion market, co-developed business model and worldwide distribution strategy for senior-centric wireless gateway and health services/concierge product.
- Created technology simulations and demonstration projects for the CDC and International Association of Fire Chiefs for next-generation, real-time, geo-spatial business intelligence product line in Homeland Security command and control applications with a $500 million market opportunity.
- Cultivated an estimated $2 million in new revenue by expanding mobile critical care operations through creation of new medical air helicopter/fixed-wing partnerships and business models.
- Established 10 different mobile critical care programs designs throughout nation during career, generating an estimated $15 million in annual revenue for 5,000 critical care transports.
- Preserved 33% of market share and converted public sector competitors through development of 12 different creative partnerships offering fire service as new and successful business model.
Major Deals
- $1 billion generated by successfully sourcing, negotiating, and closing numerous multiyear service contracts with private sector and government clients throughout career.
- Won and retained more than 20 major service contracts, representing $50 million in regional revenue by creating, passing, and establishing rigorous national accreditation standards for all areas of paramedic operation as industry benchmark.
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- Outperformed business plan expectations and targets in 19 of 20 quarters while directing 1,300 employees in 15 sites and 12 states.
- Erected complete barrier for oil and gas exploration competitors hoping to enter remote sensor monitoring space by brokering 75-year license with WhiteStar for its exclusive location data for 3.6 million oil wellheads in U.S., which rendered oil well locations on satellite imagery for first time in any real-time Web application.
- Won transportation and critical care contracts for healthcare companies, producing revenue ranging from $1 million to $5 million.
- Stabilized $15 million in revenue by securing 19 contracts with managed care organizations serving more than two million members.
RFP Successes
- Awarded several major EMS contracts in El Paso County and other cities based on successful bids, generating revenue ranging from $500,000 to $18 million annually.
- Increased revenue almost 100% by winning $25 million major county contract in Contra Costa County.
- Secured selection committee recommendation for $20 million Sacramento County EMS program following major request for proposal process.
- Fostered win of $10 million Richmond EMS service contract by negotiating inclusion of Pathways services, creating key market differentiator.
- Facilitated regional business unit by winning $10 million Lake County EMS contract by developing matrix-oriented proposal.
- Doubled size of company with $20 million in newly earned revenue by directing key marketing and operational efforts in forming joint venture with Las Vegas-based EMS company, which secured Fort Worth EMS contract award.
International Expansion
- Generated 25% increase in target sales by improving distribution, product configuration, sales incentives, and sales marketing strategy in Latin American neutraceutical markets.
- Created strategy and plan to disrupt $1 billion Asian neutraceutical market through development of special Noni product line by creating new market channels with cooperation of Chinese government and Chinese television shopping network.
- Developed fresh neutraceutical market channel in the Netherlands with Comtree BV for new product line, product distribution, online fulfillment, and call center customer support.
- $1 billion market distribution channel opened through physicians and allied health personnel and centers through development of German national neutraceutical marketing plan, physician continuing education program, patient education program, rollout strategy, business model, distribution, and operational strategy.
- Forged new neutraceutical distribution channels in European Union with 15 newly approved products by obtaining medical and import regulatory approvals, solving VAT, and reorganizing European neutraceutical distribution channels and sales processes.
- Generated strategy to improve comprehensive healthcare support for 22 West African countries that would produce $15 million in first-year pro forma revenue by conducting international health system assessment for Republic of Guinea and instituting advanced triage and medical evacuation model.
Turnarounds, Consolidations, & Integrations
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Technology Leadership
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Joint-Venture Pilots
- Devised joint-channel market strategy and technology demonstration for Healthcare Companies for a potential rollout of two million units of wireless, senior-centric product with an estimated market potential of more than $1 billion. Also, successfully negotiated letter of intent for product and to co-brand the solution.
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- Developed joint-venture partnership and pilot projects to tap unmet $100 million market to create and establish new vehicle-based, dual-mode satellite and wireless transceiver hardware for remote worker safety pilots that interfaced to enterprise geo-spatial dashboard for oil and gas sector needs.
- Played key role in structuring and implementing integrated solution and technology demonstration projects.
- Empowered joint venture to open €1 billion distribution channel by developing and implementing historic new national policy and clinical protocols for alternative natural therapies in Germany for products previously prohibited for physician use.
- Advanced opening of €1 billion distribution channel by organizing first provider and consumer studies with German national physician continuing education agency and University of Duesseldorf to evaluate effectiveness of natural therapies, which created basis for genetic profiling for preventive vitamin therapy.
- Achieved industry-first through creation of historic two-way interface with Garmin navigation products and further differentiated product in market with geo-spatial dashboard backend.
Streamlined Costs
- Initiated and led national project to re-engineer workflows and implement new field technology projected to improve cash flow $50 million, including staff reductions, by reconciling numerous variances in reimbursement requirements as well as standardizing billing specifications.
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- $5 million in development costs saved by negotiating channel partnership to provide proprietary and internationally sanctioned clinical content support, which enabled company to launch senior-centric phone launch in international markets.
- Developed plan to cut production costs 50% to 75% by sourcing original equipment manufacturing work for product development of senior-centric cell phone.
- Saved between 10% and 20% on capital equipment costs and facilitated bulk purchase agreements by revising and standardizing national transportation vehicle specifications for basic transportation, emergency vehicles, and mobile critical care units.
Operations Management
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Productivity Improvements
- Boosted regional productivity up to 20%, and as much as 33% in target areas, through development of national productivity reviews for regional system status and deployment plans and through creation of new national key performance indicator metrics.
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- Radically improved Colorado productivity an average of 33%, and 200% in targeted cases, by instituting system status management scheduling and deployment practices.
- Upgraded emergency triage and dispatch operations to new national standards, reducing dry runs 10% and improving productivity 15%.
- 40% increase in productivity and $2 million in savings for excess personnel expenses realized through implementation of high-performance response time standards, which facilitated major upgrade in services.
Enhanced Profitability
- Increased margins as much as 20% by decentralizing contract-related margin accountability, establishing efficient national key performance indicator monitoring system, and training local executives in new analytical and negotiating skills.
- Directly facilitated buildup of $1 million cash flow surplus in Colorado by improving effectiveness of patient collections accomplished through establishment of state-of-the-art quality assurance process and chart audits.
Expense Reduction
- Procured 50% cost savings by establishing outsourcing arrangements that were prepared to scale technology provisioning and nationwide deployments.
- Reduced development costs 75% by outsourcing software development work to Russian-based Solovatsoft, which raised quality of code and products.
- Negotiated a 30% decrease in estimated deployment costs at scale, accomplished by developing and negotiating outsourcing plans.
Internal Operations Results
- Contributed to winning and retaining more than 20 major service contracts representing $50 million in revenue by instituting world-class quality assurance program with 360 peer reviews, orientation, in-service training, chart audits, field training, customer surveys, and research.
- Transformed company's call center prototype into fully integrated, nationwide medical response system and rollout, preserving $50 million in business nationwide.
- Positioned sales staff to scale deployments rapidly with just-in-time delivery by negotiating and managing value-added reseller agreements with key companies with retails discounts as high as 50% and floating credit terms.
- Fostered 95% reduction in disabilities and stress claims by establishing first Critical Incident Stress Debriefing (CISD) project in emergency medical services industry for caregiver recovery, which was adopted nationally.
- Enabled client to enter European Union market with 15 approved products, opening a $100 million market to U.S. products by reorganizing European neutraceutical distribution channel, product offering/reconfiguration, logistics, import, distribution, and sales process as well as opening new businesses throughout the Netherlands.
- Reduced employee turnover 15% and established predicable wages by successfully negotiating amicable first-time union agreement while preserving union-free status of sister operations.
- Served as regional Emergency Services Executive Coordinator during Oklahoma City terrorist bombing, mobilizing 100 paramedics and 6 paramedic units for emergency airlift in two hours.
- Developed contingency plan for $20 million revenue opportunity for Kansas City emergency takeover operations planning, which involved resolving a labor dispute.
- Doubled number of available paramedic units within two hours while serving as command of response for 1989 Loma Prieta Earthquake in three counties and at ground zero.
- Effectively managed onsite operations during six-alarm, multimillion-dollar firestorm in La Jolla, CA, and served as regional medical operational command during San Ysidro, CA, shooting massacre at McDonald's.
Customer Service Improvements
- Played pivotal role in winning, securing, or retaining $250 million in annual non-emergency medical transportation business by creating and successfully launching competitor-proof model for fully integrated regional transportation systems, which gave nationwide client a total solutions concept differentiator and documented 90% on-time performance guarantee.
- Developed three major best-in-class, mission-critical call center and dispatch operations and subsequently deployed system status management principles and training, exceeding national ambulance response time gold standard of 90% in eight minutes or fewer, saving an average of two minutes in overall response time.
- Extended and upgraded largest contract in the nation for $10 million using novel, integrated regional transportation scheduling system and new critical transport services time performance.
Best-in-Class Leadership
- Became one of the first operations to achieve industry's platinum standard of quality in all phases of business by earning new Commission on Accreditation of Ambulance Services' Certification of Accreditation.
- Pioneered development of leading-edge rescue operations teams for hazardous materials transportation, SWAT Operations, U.S. Secret Service Protective Missions, Swiftwater Rescue, High Angle Cliff Rescue, and Helicopter Rescue, which were also employed by U.S. Secret Service to significantly upgrade presidential medical services.
- Awarded National Safety Council's first-place safety award for "best-in-class" fleet safety, maintenance, and training programs as well as winning National Safety Council's first-place award for patient safety.
- Attained National Academy of EMS Dispatch's Certification of Accreditation of emergency and pathways dispatch operations by achieving first platinum industry standard of excellence as "best in class."
- Extended life of fleet two years, saving $2 million in capital expenses and risk mitigation through establishment of "best-in-class" aircraft quality fleet maintenance programs.
- Furnished major competitive differentiator by conducting extensive disaster planning and implementing upgrades following onsite assessments of Las Vegas hotel fires and major airline plane crashes.
Organizational & Human Resources Leadership
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Reengineering Consolidations
- $37 million earnings improvement, turning $25 million hard loss into $12 million positive net earnings, by repeatedly driving comprehensive operational re-engineering efforts for multiple business units.
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- Realized an estimated $15 million in consolidation savings by providing leadership for national benefits overhaul, consolidation, and rollout.
- Ensured renewal of $25 million Santa Clara County contract by successfully merging two different cultural organizations.
Mentoring Teams
- Raised sales of Latin American neutraceutical distributors 20% in targeted areas by conducting compelling worldwide motivational presentations.
- Mentored and developed numerous key management personnel throughout corporation who moved into critical executive roles.
- Positively affected localized margins up to 10% through creation and coordination of national leadership conferences and best-practice exchanges.
- Decreased employee turnover rate 20% and produced overtime and retraining savings of 15% by matching staffing patterns to dynamic business needs, leading nationwide recruitment initiatives, designing industry-leading training programs, and effectively directing teams of up to 1,300 employees.
Union Contract Leadership
- Maintained stable workforce and predictable personnel costs, in addition to enhancing benefits and improving employee retention 25%, by successfully negotiating numerous labor agreements nationwide, winning major union elections, and sustaining union-free states in various markets.
- Averted a strike, preserved $50 million in government contracts, and maintained union-free status of certain operating units by conducting successful regional union negotiations.
- Saved almost 25% in annual pro forma personnel expenses by winning election to maintain union-free status.
- Won a major campaign to remain union-free, producing 20% estimated pro forma personnel cost savings through implementation of values-centered leadership mentoring program for all supervisors.
Award-Winning Core Values Development
- Designated "CEO of the Year" in 1994 by company's Board of Directors.
- Won national emergency medical service's leadership award for "best-in-class" leadership practices.
- 20% growth of organic revenue accomplished through implementation of corporate values training program and reduction of dry runs from 40% to 20%.
- Ensured renewal of $12 million northern Santa Clara County contract by co-authoring national rollout of corporate culture and customer service project and sponsoring and leading employee retreats and training sessions, all of which effectively built a superior customer service model.
Financial Management
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Revenue Growth
- $84 million revenue increase earned distinction as top-performing business unit by growing market share and consolidating operations, which turned $36 million revenue into $120 million in five years, and by exceeding earnings goals 146% with 40% growth in cash flow, lowered balance sheet reserves, and $1 million cash over plan.
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- Created plan to accelerate sales an estimated 33% in year two through development of private-label subscription and leasing plans, which allowed customers to install company solution easily without initial capital investment.
- Drove return on investment single-year breakeven returns by providing spot-on operations analysis and by developing key reports for customers.
Earnings Improvement
- Enhanced overall contract-blended performance up to 20% by developing new pricing models, standard contract templates, client pay mix and value/margin profiles, measurement tools, key performance indicators, audit methodology, and training.
- Retained high-margin business, which grew overall margins 100% during three-year period, by revamping contracting process with client value/margin models and measurement tools.
- Expanded and preserved gross margins to minimum of 35% for hardware and 70% for services by establishing pricing formulas for company's integrated solutions and product lines as well as by leveraging case development.
- Preserved 65% blended margins and facilitated disruptive pricing through creation of end-user enterprise software and wholesale licensing agreements as well as consulting agreements.
- 156% boost above plan to shareholder value achieved by merging synergies of nearly $2 million using capital assets effectively, scheduling efficiently, and reducing staff 25%.
- Shifted former competitor's $1 million loss after merger to $2 million in positive synergies in merger.
Expense Reduction
- 33% savings in benefit costs produced by developing initial wage, benefit, and recruiting plans as well as outsourcing third-party administration.
- Eliminated $1 million in losses by approving and implementing rapid closure of non-performing mid-Atlantic business unit.
- Provided leadership to national benefits overhaul, consolidation, and rollout, resulting in consolidation savings estimated at $15 million.
Capitalization
- Facilitated $5.5 million angel capital investment during three-year period by developing private placement memorandums for multiple financing rounds concentrated on business plans, sales forecasts, competitive analysis, funds usage, technology plans, and return on investment.
- Raised more than $500,000 in angel funding to launch senior phone distribution concept in the Americas.
Corporate Relations
- Spearheaded development of nationally recognized community service programs that received coveted National Community Service AMBY nine times.
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- Developed 500 leads by creating and organizing multiple trade show product presentations and high-tech booths for national fleet administrators as well as taxi and transit operators.
- Served as executive sponsor and creative consultant for reality-based television mini series, which ultimately spawned successful cable series "Coast Guard" and "Paramedics."
- Captured voter approval, eliminated public competitor, and secured $20 million paramedic contract through generation of grassroots, community, and employee support for Proposition G, which halted fire department takeover of paramedic services.
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